30 Minutes to President's Club | No-Nonsense Sales The #1 Negotiation Principle That Makes Your Buyer Commit FIRST
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Aug 28, 2025 Unlock the secrets to successful negotiations! Discover why securing commitments before offering discounts is crucial. Learn to confirm your status as the vendor of choice and to lock down timelines for a smooth deal closure. Gain insights into the give-get paradigm, ensuring you receive something in return for any concessions. Plus, master the art of trade-offs to make negotiations more effective. These actionable strategies will revolutionize your sales approach and empower you to close deals with confidence.
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Flip The Give-Get Paradigm
- The give-get paradigm means every concession you make must procure something in return.
- Flipping it means get a commitment before offering discounts so prospects can't anchor you first.
Confirm Vendor Of Choice First
- Confirm you're the vendor of choice before negotiating on price.
- Ask: "If all quotes were equal, would you move forward with us?" to validate negotiation rights.
Negotiation Rights Come From Preference
- Starting negotiations without vendor preference hands leverage to competitors.
- Earning the right to negotiate prevents your discounted quote from being copied and matched elsewhere.